The "Think About It" Objection.......

[Benito09]

Thank you to everyone who gave me suggestions regarding the "I want to talk to my kids" objection, they were very informative and helpful! One more objection I get is the "I want to think about it, do you have a card so I can get back to you". I am gathering that it is all in my presentation and they are not sold, or maybe they do need time. I would assume that the majority of the time it is the presentation but until I get better at it, how would you overcome that objection?

 

[Rearden]

"Mr. Prospect, what specifically do you have to think about?"

 

[Toranaga]

This objection means they don't trust you. For a long time it was my most common objection. Travis and JD hammered it into my head that it meant a lack of trust. There is likely nothing wrong with your presentation.

Successful agents use a thousand different presentations. It how you say it. You're voice. Your body Language. If you have any self doubt, it will be contagious. Go get a few wuns and you will see you r momentum pick up. Don't worry. It'll happen.

 

[moonlightandmargaritas]

One more objection I get is the "I want to think about it, do you have a card so I can get back to you".

If you get this, it means you made a mistake earlier in your process, most likely not getting their agreement to provide a yes or no at the end of the presentation.

 

[bigjake]

It could be trust, it could be money. Sometimes, it is just not the right time. Some people are buyers and some people are not. If you are getting a lot of "thinks" then, it is either money or trust, maybe a combination. Sometimes if you wait a few weeks and re-approach them, with a different style, the result is altogether different. However, most of the time it's not.

Maybe they don't like you. Don't take it personally - some people will like you while others will not. Maybe it is just one thing you do (or don't do) that turns your prospect off.

The truth is, as hard it sounds, it that some people DO NOT LIKE YOU. There is nothing you can do about that. People BUY FROM PEOPLE THEY DO LIKE. How do you get people to like you? I wish had that answer....

A lot of people DO NOT LIKE ME. I deal with that. I still make sales, because I SEE A LOT of people. A few LIKE ME. They buy. So, you either have to see people who like you, AND SEE A LOT OF THEM, or find a way to get people to like you

But as most agents know, the some people are going to "think about it" until they are dead. SO AGAIN, DON'T TAKE IT PERSONALLY.

 

[Rearden]

...More reason to remember that getting in front of the maximal amount of people possible is paramount to success, in order to overcome objections like the ones above.

 

[John Galt]

It could be trust, it could be money. Sometimes, it is just not the right time. Some people are buyers and some people are not. If you are getting a lot of "thinks" then, it is either money or trust, maybe a combination. Sometimes if you wait a few weeks and re-approach them, with a different style, the result is altogether different. However, most of the time it's not.

Maybe they don't like you. Don't take it personally - some people will like you while others will not. Maybe it is just one thing you do (or don't do) that turns your prospect off.

The truth is, as hard it sounds, it that some people DO NOT LIKE YOU. There is nothing you can do about that. People BUY FROM PEOPLE THEY DO LIKE. How do you get people to like you? I wish had that answer....

A lot of people DO NOT LIKE ME. I deal with that. I still make sales, because I SEE A LOT of people. A few LIKE ME. They buy. So, you either have to see people who like you, AND SEE A LOT OF THEM, or find a way to get people to like you

But as most agents know, the some people are going to "think about it" until they are dead. SO AGAIN, DON'T TAKE IT PERSONALLY.

Good stuff big jake, good stuff

 

[PA Bill]

The "I want to think about it" and the "I need to talk to the kids" can be handled basically the same way because usually they are the same objection. It is almost, but not always a smoke screen. This method I am going to share is right out of Tom Hopkins' "How to Master the Art of Selling." Now there is quite a bit of gimmicky stuff in the book, but this is a gem. I believe it is a gem because it is non- confrontational and always leads you back to the assumptive close which works. Always have the app on the table and be ready to write(assumptive).
When they give you this objection they have their dukes up and are bracing for Mr, High Pressure to appear. You need to diffuse this. This is what I use. You say " I can appreciate that Mrs. Jones. Obviously, if you are going to take the time to think about it, you are seriously interested, aren't you?" They will almost always say yes to this because they think you are letting them off the hook when in reality nothing could be further from the truth. You then say "Mrs. Jones, what do you like best about the plan?" Because they think you are letting them off the hook, they will share this info. They must like something about it or you wouldn't have gotten this far in your presentation. Don't be afraid to help them here such as "Do you like the ADD feature?" or "how about the grandchildren coverage?" Do you like that? "yes?", what do you like about it?"etc. ( Hopefully along the way you picked up on some hot buttons you can push as well.) After she shares all the features she likes you say, "Obviously this plan makes a lot of sense for you, why don't we see if we can get you approved. If it's the kids objection, you could say something like, Obviously you like everything about this plan, what would your children possibly object to?" Then look down, put pen to paper and pick out something on the app such as the DOB or whatever. Don't look up! She will either answer your question or give you another objection. If she gives you her DOB or whatever, you're on your way. Just finish filling out the app (assumptive). If she says "I still need to think about it", act like your going to be on your way ( you're not!) and feed her own words back to her stating what she likes, and repeat the" Obviously..." part from before. You might then say "Is it the premium?" (as many times it is an affordability issue) She might say yes and you could offer more affordable options. Again, keep on the assumptive! (i.e " which one works better for you?" with head down , pen to paper, Don't look up!
Obviously, no method will close 100% of your presentations. But by taking it further you may close another 1-3 out of ten of your leads, which could add another $1000- $2000 a week in income. No small change! I would pick up a copy of this book as there is much more such as the importance of body language (attentive but relaxed), etc.
On a side note, I realize many successful closers use Reardon's method. ( I assume he is one of them) But if your personality isn't suited to steamroller type closing (mine is not), they will often tell you it is none of your business what they want to think about or discuss with their wife, kids, whoever. They will have their dukes up again and you may as well leave. The whole idea of this method is to be non-confrontational and get their head nodding in the affirmative. Keep them listening so you can keep asking for the business. The more times you can ask for the business without pissing them off, the more you will close.
If you can master this method, a newly minted client will eventually complement you on your low pressure style.( you'll be chuckling inside). IMHO, pressure creates resistance. But you still need to press. You just want to do it in a way that hopefully they don't realize what you're doing and accuse you of being a high pressure salesman (kiss of death). You don't want to fight, you want to close!
If this sounds like too much work, you can avoid much of this heavy lifting by giving a great presentation. Make her want it! I hope this helps. The Goat Man is dead, long live the Goat Man!

 

[indiana260]

Another method is to say "No problem, I understand. I always think over big decisions to. My wife doesn't but I do, unless it is something I have known I needed to do for a long time "
Then I smile and either start a little small talk or go right to this
" One thing I have had a lot of customers do, that wanted to think about it to, is to go ahead and apply. There is really no harm in it. You get a free look period that is money back guarantee You get your policy before your first premium is due. That way you can look over your policy before you ever spend any money. If you decide against it. You just write cancel in it and mail it back"
Simple!

I have used this probably ten times this year that they went ahead with it. Only one sent it back.

 

[Iwillpay]

Another method is to say "No problem, I understand. I always think over big decisions to. My wife doesn't but I do, unless it is something I have known I needed to do for a long time "
Then I smile and either start a little small talk or go right to this
" One thing I have had a lot of customers do, that wanted to think about it to, is to go ahead and apply. There is really no harm in it. You get a free look period that is money back guarantee You get your policy before your first premium is due. That way you can look over your policy before you ever spend any money. If you decide against it. You just write cancel in it and mail it back"
Simple!

I have used this probably ten times this year that they went ahead with it. Only one sent it back.

The one who sent it back you should have asked him if he still want to "think about the think about it plan"